An Hommage to Bob Etherington Sales Guru - Author of Cold Calling For Chickens if you wish to Book Bob to speak at your international event please dial +44 207 486 4878 www.bobetheringtongroup.com
Friday 7 January 2011
Cold Calling For Chickens Author Bob Etherington Sales Secrets Video
I agree that pitching at people is the wrong way of getting people to listern to what you have to say, a friendly confidant manner is the best way to get your oint across.
Bob Etherington makes a valid point here in the sense that you have to be assertive and really capture the customer's attention, your sales pitch should be driven by the want to satisfy the customer as well as your business.
Bob Etherington's message about selling effectively is clear: to encourage customers to tell us about problems they are experiencing that our products or services could solve. Then they will feel heard rather than talked at or sold to, and we will have the opportunity to show how we can solve their problems.
Bob Etherington made a good point on being proactive in identifying customer’s wants which our product is capable of solving. Our selling strategy and technique should be welcoming enough to attract a sale. Gbenga
Bob makes a valid point that i totaly agree with, I think the issue with pitching is that it becomes over rehearsed and then unnatural, a potential consumer can sense that. I believe the best approach when cold calling is to have a level of empathy, observing the potential customers body language and conform to that in order to make them feel at ease with you. Over all just being natural but direct with what you are trying to sell.
Simply put customer service is the ability to render quality products, quality service and quality atmosphere. Therefore the issues is does the provider know what the customer need because the need is the undying thirst of which Bob Etherington stated as the problem. Now the true way to find out this invaluable information is to hear it from the consumers direct by carrying out a detail and robust research on your target group whom you are providing for or who's need you are trying to satisfy. Also I definitely agree that pitching or fishing is not the way to go just as he said in the video because it is very easy for you to lose them alone the way and you will not be able fish out any valuable information, therefore it is better to let them talk and express what they need or what they have being looking for through the right questions or open questions, this then makes it easy to devise a solution.
Bob has a valid point, whilst cold calling and initiating contact I believe my own personal experience has been to engage conversation build their trust, identify needs and want's and develop from there. There is no predicted pitch for every call. Other client's may not want to engage conversation and purely want to talk business, give them the business so they feel happy and develop a relationship from there. The idea is you want to build a relationship with the client good or bad.
If you could have probably solved the problem and your product is according to the solution of existing problem, you would never use pitching your product to the customer but if you have something that customer doesn't have willingness to buy but you are there to sell it. The guy who says just talking to the customer, doesn't result in a sale is completely wrong. you have to provide all information regarding your product and then let customer decide whether it meets to his or her needs.
Mr. Bob Etherington strikes the right note by stating that, one has to be fully aware of the consumer’s problems and requirements. This essentially highlights the importance of incorporating a comprehensive market research before any intended approach towards sales. Having done a commendable job of knowing the consumer’s needs through market research and other marketing tools, does not necessarily brings out the success. It remains equally pivotal to present the products as a prime solution to the consumer’s problems and needs. This forms a part of the well structured action plan where consumers are ushered in, leading to an expression of their own interest and issues. Underlining the consumer’s interests, Mr Bob Etherington is so very right in pushing the need to approach consumers with a thorough research, tailored solution in the form of genuine products which in itself would be welcoming enough.
well what he said is absolutely right, there is no exact point in using the pitch. the detailed abbreviations of pitch does make the customers dragged and waste of time.
I think what Bob Etherington said was right. The reason why I think this is because when you talk to the customers instead of pitching. You could identify the type of person the customer is, and this way you would have them tuned in to the conversation because your talking about them and things they want. You could then explain how the product you are selling will fit into their life, and you have to make the customer want and need the product.
Take the plunge. You've done the research. You know the customer needs your product. What's going to convince them your product is better than anyone elses. You are. You engage them in conversation, get them to tell you their problems, establish rapport and therefore trust. Get them to do the talking and 75% of your job is done. I have the book and it is a fascinating insight into the minds of people, psychology 101
HE SAYS THAT WE SHOULD LOOK UPON THE CUSTOMER PROBLEM FIRST NT TO SELL OUR PRODUCT..IF WE ARE ABLE TO SOLVE OUR CUSTOMERS PROBLEM HE WILL BE SATISFIED WITH US AND WANT TO USE OUR PRODUJCT IN THE FUTURE. HARPREET SINGH BANGA
If you are going to sell a product to somebody, you need to use all market research available to you to find out what the customers need and what they want. When you find this out, you can then talk about how the product can help them. Also, be imaginative. Customers who are at home during the day, when most cold calling happens, are sick of hearing the same old things over the phone and at the door. Imagination and research is the key. Liam Byrne
The one thing people need to remember is that it is not a pitch but just a conversation. If you are saying the same thing to 50 people a day, 5 days a week, you will get bored and this will be apparent in your tone of voice. Initially you need to use soler communication (face people squarely, open body shape, lean forward slightly, eye contact, relax) Also, demonstration gets people interested if you show them how the product will help them that will impress them. Confidence and politeness too will keep people from zoning out and dont forget to smile.
i could state here the same as many others before me and re-literate the point to death so i wont. i agree no one likes to be talked at too from some great hight of some misjudged wisdom that could solve the world as the speaker would put it. i could go to many hairdressers and ask for the same hair cut yet get a different result each time, this is because we are all individuals and come to all different conclusions of what is asked or told to us from whatever understanding we have. cold calling as it is today is nearly all scripted and once learnt as such; becomes hard for the person to stop. we might as well make just have a answer phone message do the job instead. (some banks have already done just that) So where does that leave us i want a my hair cut but would get many results if just described what i want them to do. i could bring a photo with me this visually tell them what i want done but still only get a near enough result. so what can i do? i could do something daring i could ask what they think; an opinion from the individual. they know themselves best they know what they can do and i want to know what they can do before i ask them what i want to be achieved. so now i know what to expect from this hairdresser i tell them what i want tailored to their abilities i know they can do. i am happy to proceed and i get my hair cut and i am indeed happy as they are as well since they felt they have had their input taken upon and have been a real part of the process. now what are key elements of that metaphor mean. my hair cut is my intended result to get them to buy what i am selling which with anything is mostly yourself. myself in this case because if someone can buy that then they will buy almost anything that i say. by becoming a person in the eyes of the person your selling too opens that person up to what your saying. only then can you really start to have a conversation and lead it to where you want it to go.
I think it is vital not to take a formal, direct and somewhat overwhelming manner of marketing when approaching consumers. It is paramount that an informal and friendly style of marketing is adapted, so as not to intimidate and engulf the potential customer. Whilst also maintaining one's professionalism and politeness.
One problem that I find with sales representatives is they spent far too much time with irrelevant babble: it bores me and in essence, makes me turn away from the product or the company. Furthermore, mutual communication between seller and customer is important: to let the consumer voice their opinion and for one to listen and attempt to establish and resolve the client's predicament via the company one is advocating. One must assert the unique selling point (USP) of the company or product, attract and (most importantly) keep the customer’s attention. Only then can one ensure a successful sale and a contented customer. There is no point in one going in with an 'all guns blazing' approach to the potential buyer, it will only overawe them.
As touched upon by Bob Etherington, potential buyers are not entrepreneurs yearning for a fantastic pitch; they are customers wanting a solution to their problem. Yet, as marketing staff, one must focus upon a successful means in advertising products or a company. Perhaps new, conventional styles of media may be the answer to marketing. As the new world has seen a shift away from traditional forms of media consumption to the digitalisation of consumerism: the internet, technologically advanced gizmos, nanotechnology, Facebook, etc... As a marketing professional, we must be one step ahead of the consumer generation and be thinking outside of the box. One must then find an appropriate means of advertising and marketing for the specific audience that is intended.
What is said in this video is very true, as a consumer, student and hopefully part of a marketing team, I find that pitches that are directed at me put me off the certain product and pushes me to go and buy from somewhere and someone else. Getting your pitching style just right so consumers get their needs forfilled not your wants, and this will lead to happy consumers. Chris Holland
A good point is made within this video. Selling is all about engaging the client using short, sharp words to capture their imagination. It is almost impossible to sell to someone when there is no real idea of what they are looking for. Therefore the selling process needs to be a a two-way process where the seller is quick to pick up on the client's desires and uses their on the spot intiative to sell the client reasons why they offer them the best service possible. Engaging the client by allowing them to contribute to the conversation rather than simply talking to them builds up their interest in what the seller is promoting and how it can benefit them. Selling is always a two-way process. Andrew Gyamfi.
I agree that pitching at people is the wrong way of getting people to listern to what you have to say, a friendly confidant manner is the best way to get your oint across.
ReplyDeleteBob Etherington makes a valid point here in the sense that you have to be assertive and really capture the customer's attention, your sales pitch should be driven by the want to satisfy the customer as well as your business.
ReplyDeleteBob Etherington's message about selling effectively is clear: to encourage customers to tell us about problems they are experiencing that our products or services could solve. Then they will feel heard rather than talked at or sold to, and we will have the opportunity to show how we can solve their problems.
ReplyDeleteBob Etherington made a good point on being proactive in identifying customer’s wants which our product is capable of solving. Our selling strategy and technique should be welcoming enough to attract a sale. Gbenga
ReplyDeleteBob makes a valid point that i totaly agree with, I think the issue with pitching is that it becomes over rehearsed and then unnatural, a potential consumer can sense that. I believe the best approach when cold calling is to have a level of empathy, observing the potential customers body language and conform to that in order to make them feel at ease with you. Over all just being natural but direct with what you are trying to sell.
ReplyDeleteSarah
Simply put customer service is the ability to render quality products, quality service and quality atmosphere. Therefore the issues is does the provider know what the customer need because the need is the undying thirst of which Bob Etherington stated as the problem. Now the true way to find out this invaluable information is to hear it from the consumers direct by carrying out a detail and robust research on your target group whom you are providing for or who's need you are trying to satisfy. Also I definitely agree that pitching or fishing is not the way to go just as he said in the video because it is very easy for you to lose them alone the way and you will not be able fish out any valuable information, therefore it is better to let them talk and express what they need or what they have being looking for through the right questions or open questions, this then makes it easy to devise a solution.
ReplyDeleteBayo Adeyeye
Bob has a valid point, whilst cold calling and initiating contact I believe my own personal experience has been to engage conversation build their trust, identify needs and want's and develop from there. There is no predicted pitch for every call. Other client's may not want to engage conversation and purely want to talk business, give them the business so they feel happy and develop a relationship from there. The idea is you want to build a relationship with the client good or bad.
ReplyDeleteIf you could have probably solved the problem and your product is according to the solution of existing problem, you would never use pitching your product to the customer but if you have something that customer doesn't have willingness to buy but you are there to sell it. The guy who says just talking to the customer, doesn't result in a sale is completely wrong. you have to provide all information regarding your product and then let customer decide whether it meets to his or her needs.
ReplyDeleteMr. Bob Etherington strikes the right note by stating that, one has to be fully aware of the consumer’s problems and requirements. This essentially highlights the importance of incorporating a comprehensive market research before any intended approach towards sales. Having done a commendable job of knowing the consumer’s needs through market research and other marketing tools, does not necessarily brings out the success. It remains equally pivotal to present the products as a prime solution to the consumer’s problems and needs. This forms a part of the well structured action plan where consumers are ushered in, leading to an expression of their own interest and issues. Underlining the consumer’s interests, Mr Bob Etherington is so very right in pushing the need to approach consumers with a thorough research, tailored solution in the form of genuine products which in itself would be welcoming enough.
ReplyDeletewell what he said is absolutely right, there is no exact point in using the pitch. the detailed abbreviations of pitch does make the customers dragged and waste of time.
ReplyDeleteI think what Bob Etherington said was right. The reason why I think this is because when you talk to the customers instead of pitching. You could identify the type of person the customer is, and this way you would have them tuned in to the conversation because your talking about them and things they want. You could then explain how the product you are selling will fit into their life, and you have to make the customer want and need the product.
ReplyDeleteTake the plunge. You've done the research. You know the customer needs your product. What's going to convince them your product is better than anyone elses. You are. You engage them in conversation, get them to tell you their problems, establish rapport and therefore trust. Get them to do the talking and 75% of your job is done. I have the book and it is a fascinating insight into the minds of people, psychology 101
ReplyDeleteHE SAYS THAT WE SHOULD LOOK UPON THE CUSTOMER PROBLEM FIRST NT TO SELL OUR PRODUCT..IF WE ARE ABLE TO SOLVE OUR CUSTOMERS PROBLEM HE WILL BE SATISFIED WITH US AND WANT TO USE OUR PRODUJCT IN THE FUTURE. HARPREET SINGH BANGA
ReplyDeleteIf you are going to sell a product to somebody, you need to use all market research available to you to find out what the customers need and what they want. When you find this out, you can then talk about how the product can help them. Also, be imaginative. Customers who are at home during the day, when most cold calling happens, are sick of hearing the same old things over the phone and at the door. Imagination and research is the key. Liam Byrne
ReplyDeleteThe one thing people need to remember is that it is not a pitch but just a conversation. If you are saying the same thing to 50 people a day, 5 days a week, you will get bored and this will be apparent in your tone of voice. Initially you need to use soler communication (face people squarely, open body shape, lean forward slightly, eye contact, relax) Also, demonstration gets people interested if you show them how the product will help them that will impress them. Confidence and politeness too will keep people from zoning out and dont forget to smile.
ReplyDeletei could state here the same as many others before me and re-literate the point to death so i wont. i agree no one likes to be talked at too from some great hight of some misjudged wisdom that could solve the world as the speaker would put it. i could go to many hairdressers and ask for the same hair cut yet get a different result each time, this is because we are all individuals and come to all different conclusions of what is asked or told to us from whatever understanding we have. cold calling as it is today is nearly all scripted and once learnt as such; becomes hard for the person to stop. we might as well make just have a answer phone message do the job instead. (some banks have already done just that) So where does that leave us i want a my hair cut but would get many results if just described what i want them to do. i could bring a photo with me this visually tell them what i want done but still only get a near enough result. so what can i do? i could do something daring i could ask what they think; an opinion from the individual. they know themselves best they know what they can do and i want to know what they can do before i ask them what i want to be achieved. so now i know what to expect from this hairdresser i tell them what i want tailored to their abilities i know they can do. i am happy to proceed and i get my hair cut and i am indeed happy as they are as well since they felt they have had their input taken upon and have been a real part of the process. now what are key elements of that metaphor mean. my hair cut is my intended result to get them to buy what i am selling which with anything is mostly yourself. myself in this case because if someone can buy that then they will buy almost anything that i say. by becoming a person in the eyes of the person your selling too opens that person up to what your saying. only then can you really start to have a conversation and lead it to where you want it to go.
ReplyDeleteI think it is vital not to take a formal, direct and somewhat overwhelming manner of marketing when approaching consumers. It is paramount that an informal and friendly style of marketing is adapted, so as not to intimidate and engulf the potential customer. Whilst also maintaining one's professionalism and politeness.
ReplyDeleteOne problem that I find with sales representatives is they spent far too much time with irrelevant babble: it bores me and in essence, makes me turn away from the product or the company. Furthermore, mutual communication between seller and customer is important: to let the consumer voice their opinion and for one to listen and attempt to establish and resolve the client's predicament via the company one is advocating. One must assert the unique selling point (USP) of the company or product, attract and (most importantly) keep the customer’s attention. Only then can one ensure a successful sale and a contented customer. There is no point in one going in with an 'all guns blazing' approach to the potential buyer, it will only overawe them.
As touched upon by Bob Etherington, potential buyers are not entrepreneurs yearning for a fantastic pitch; they are customers wanting a solution to their problem. Yet, as marketing staff, one must focus upon a successful means in advertising products or a company.
Perhaps new, conventional styles of media may be the answer to marketing. As the new world has seen a shift away from traditional forms of media consumption to the digitalisation of consumerism: the internet, technologically advanced gizmos, nanotechnology, Facebook, etc... As a marketing professional, we must be one step ahead of the consumer generation and be thinking outside of the box. One must then find an appropriate means of advertising and marketing for the specific audience that is intended.
What is said in this video is very true, as a consumer, student and hopefully part of a marketing team, I find that pitches that are directed at me put me off the certain product and pushes me to go and buy from somewhere and someone else. Getting your pitching style just right so consumers get their needs forfilled not your wants, and this will lead to happy consumers. Chris Holland
ReplyDeleteA good point is made within this video. Selling is all about engaging the client using short, sharp words to capture their imagination. It is almost impossible to sell to someone when there is no real idea of what they are looking for. Therefore the selling process needs to be a a two-way process where the seller is quick to pick up on the client's desires and uses their on the spot intiative to sell the client reasons why they offer them the best service possible. Engaging the client by allowing them to contribute to the conversation rather than simply talking to them builds up their interest in what the seller is promoting and how it can benefit them. Selling is always a two-way process. Andrew Gyamfi.
ReplyDelete